What is Network Marketing?
A job?
HOW LIFE SHOULD BE
Clear the Field
Eliminate all the Alibis
•
•
•
•
•
•
•
•
If i didn’t have a family;
If i was 10 years younger;
If i could have been able to finish my
studies;
If i had a little income;
If i had a more specific knowledge;
If...................................................;
If....................................................;
If ...................................................;
The 14 areas of success::
1. Quantitative effort;
2. Goal;
3. Inner strength: Attitude, desire, decision ,perseverance ,enthusiasm.
4. Planning of your activity;
5. Imagination;
6. Knowledge of the services;
7. Knowledge and application of sales techniques;
8. The understanding of customers problems;
9. Aware of competition;
10. Contact skills on short terms;
11.Contact skills on long terms;
12. Customer strategy;
13. Self analysis;
14. Self control;
1. Quantitative effort
“There
is no real obstacle to your success, if
not the weakness of purpose and the
lack of commitment “
"ALL THE ART OF SELLING IS BASED ON THE PHONE CALLS "
("Seller Wonderful" Frank Bettger ")
2. GOAL;
- Is Specific;
- Is defined;
- Is personal ;
- Has a time axis;
3) THE INNER STRENGTH:
(Discover the power within you )
-ATTITUDE;
- DESIRE;
- DECISION;
- PERSERVERANCE;
- ENTHUSIASM;
”No real problem exists, except our
weekness"
- ATTITUDE:
" A genius with a wrong attitude cultivates failures,
while an ordinary man with a positive attitude
can only cultivate success,".
“YOU DO NOT TAKE A NEW ATTITUDE BY BEING CARRIED AWAY BY
THINGS, BUT DECIDING TO TAKE AND ADOPT THEM".
("l’M OK, YOUR OK" di Thomas A. HARRIS)
- DESIRES;
« I KNOW WHAT I DESIRE BUT WILL I EVER BE ABLE TO
HAVE IT?
“TAKE ONE RISK A DAY”. (G. Kaeser)
Only daring you can have succsess.
A man capable of this is a free man, which has a true inner
peace.
- THE DECISIONE:
(or "control procrastination )
" A 'thorough investigation of more
than 25,000 people, between men and
women who have experienced the failure found that the absence of
a decision was almost always top the list of the 30 leading causes of
failure. "This is not a mere theoretical statement, but is a fact.
“DON’T BE THE ONES WHO ALWAY REFERS”
- PERSISTENCE:
"Every defeat carries the seed of an equivalent benefit" (N.
HILL)
It is the lack of this quality that keeps most people from attaining
great achievements.
They want to undertake something, but as soon as the journey gets
hard, they give up.
"There is not a real problem,
except our weakness".
ENTHUSIASM:
"What is the enthusiasm if not the obvious extent
of our beliefs"
Are you really sure of yourself, your ideas and your job? If so, show it
in the right way, with enthusiasm.
ENTHUSIASM IS EVERYTHING
4) BUSINESS PLANNING:
(planning of the “goal achievement")
"Knowledge is power only to the extent that
it is organized in a precise action plan and is
directed by a clearly defined purpose”
(N. HILL)
How do you build a plan?
1. The goal to achieve.
2. Means and Ways to Achieve the Goal.
5) IMMAGINATION:
STEP 1:
a - our spirit must realize the reason why it can
wander freely in that moment...
b - we must refrain from expressing opinions, even if
our imagination...
c – let’s write down our ideas and thoughts on a
notepad.
STEP 2:
Then let’s review our flashes of genius, by
eliminating those not suitable or meaningless
and retaining the others for a more limited
selection. After mature reflection, let’s pick the
best out of the selected ones.
(G. KAESER)
6) SERVICE KNOWLEDGE:
"HOW CAN YOU HELP ME?"
SALE = PROBLEM SOLVING
To identify the characteristics of the service and to
adapt them to the customers’ needs or to "create"
prospects’needs and desires that can be satisfied by
these characteristics.
7) KNOWLEDGE AND APPLICATION OF
SALES TECHNIQUES:
The causes that may lead to poor knowledge of
sales techniques are:
1 - previous experiences
2 - presumption
3 - prejudices
4 - lack of effort in learning first and then in the
application.
8) KNOWLEDGE OF THE
CUSTOMER’S PROBLEMS:
1.What is your customer’s (most urgent) need?
2.What is his/her main point of interest?
3.How can he/she make use of and benefit
from what I propose?
"FIND OUT WHAT YOUR CUSTOMER WANTS
AND HELP HIM/HER TO GET IT"
“QUESTIONS”
9) KNOWLEDGE OF (direct and indirect)
COMPETITION
"LET’S LEARN EVERYTHING ABOUT OUR
COMPETITORS,
LET’S TRY NOT TO TALK ABOUT THEM"
If you must talk about them, praise the
Competition. This is a safe rule and gives
confidence to your audience.
10) SHORT TERM CONTACT SKILLS:
"I will pay more for the ability of dealing with
people than for any other under the sun".
(J.D. ROCKEFELLER Senior)
Efforts are made to have an immediate and comprehensive
insight on the personality of people: it is very hard to
understand the nuances and the differences. In general, we
are too inclined to judge according to appearances, by using
preconceptions that modestly (or unconsciously) we call
theories. (“Knowing the others" by M. GAUQUELlN)
11) LONG TERM CONTACT SKILLS
The first rule to inspire confidence in people is:
“TO DESERVE IT”
(F. BETTGER “The wonderful seller")
The second rule to win the confidence of people is:
”TO KNOW YOUR JOB WELL AND STRIVE TO KNOW IT
BETTER AND BETTER”
(F. BETTGER " The wonderful seller ")
12) CUSTOMER STRATEGY:
Everybody can be our customers,
they certainly will be in a short time.
However now we should put our
resources where an immediate positive result and a
greater future potential are most likely.
Therefore, we must provide the "service"
not to everybody, but to a "certain" market, which
may even include all business categories. The
customer list must be drawn up according to this
principle.
13) SELF-ANALYSIS:
(search your heart)
"Those who believe they are something have
stopped to become it"
Our chances of success are not confirmed by "what
we have always known”, but by the new things we
learn every day, or, to be more precise, from what
we consciously do better today than yesterday.
(G.KAESER)
"SELF-ANALYSIS RULES OUT SELF-JUSTIFICATION"
« DO NOT PLACE THE BLAME ON OTHERS"
" SELF-ANALYSIS to be PART OF THE GAME
TOMORROW "
SELF-ANALYSIS = MORE "OBJECTIVE"
CONFIDENCE IN OURSELF
14) SELF-CONTROL:
(Judge your actions)
It is based on six types of work analysis:
A. analysis of individual visits;
B. analysis of the daily work;
C. analysis of the working week;
D. analysis of the monthly/quarterly/annual work;
LET’S FACE IT
Let me tell you that:
1 - You could do nothing. And if so, you would have wasted your time
by browsing these pages.
2 - You can say: “There are some decent ideas, I will try to put them
into practice”. In this case, I can forsee your failure.
3 - You can follow Benjamin Franklin’s advice: do one thing at a time
and do it well. In such case, you will be successful.
"Many people are gripped by the fear
of not having enough time.
It is a fear that can be easily overcome.
How?
Instead of increasing your business hours,
use those you already have
in a more intelligent way“.
(F. BETTGER)
www.massimodelmoro.it
Download the free
Ebook
“Il Mestiere di
Vivere”